posted on November 18, 2010 18:07
It’s rare that we get exactly what we want from other people—which makes negotiating a part of all life, business and personal.
Becoming a master of negotiation requires a fair amount of preparation and a whole lot of listening, but results in interactions being far more fruitful and productive.
Negotiating with someone requires trust in the other, as you hope that person is willing to give at least as much as you give and concede at least as much as you concede.
One of the best ways to persuade others is by listening to them. When you are a good listener, it shows. You’ll know what the other person wants and be able to reiterate back to them what is most important. With a mutual understanding that can only come from good listening, the trust that builds will make the path much easier. Each person will feel like they are getting what they want, or at least what is most important to them.
Of course, listening isn’t the only key to a good negotiation.
- Make a plan and know what you want to achieve. The journey is always easier when you know your destination.
- Set guidelines for the negotiation. For example, perhaps you're only going to spend 2 weeks negotiating before you make a decision.
- Be willing to walk away.
- When you make a concession, get a concession. Negotiation only works when both parties are ready to give and take.
- Expand the issues and take a look at the bigger picture.
- It’s a win-win, so show your generosity. The ultimate goal of a negotiation is to make both people happy with the outcome.
- When you reach a dead end, ask for advice.
- Stick to the positive. You’ll be more likely to persuade someone if your compromise sounds like a positive for everyone involved.
What are your tips and tricks for negotiations? How do you show that you're listening to others?